Techno Commercial Manager – RAN (East & North Africa)

About the role

As a Techno Commercial Manager for Radio Access Network (RAN) covering East and North Africa, you will blend deep technical knowledge with commercial acumen to shape offer strategies, guide deal negotiations and drive profitable growth across telecom engagements. Reporting to the EMEA Head of Tactical Techno Commercial Management, you will act as a trusted advisor to the Customer Unit sales organisation, accelerating deal cycles and protecting value.

Key responsibilities

• Lead RAN techno‑commercial strategy and tactics for priority engagements, including benchmarking and new product introductions.
• Translate RAN technology advancements into ROI/TCO value narratives with appropriate commercial structures and risk‑mitigation options.
• Contribute to Strategy‑to‑Win and country strategies ahead of RFQs, influencing customer engagement proactively.
• Collaborate with Pricing, Contract Management and Sales to deliver data‑driven, market‑relevant pricing, discount guardrails and margin‑smart incentives.
• Optimize offer scope with domain teams to maximise customer ROI and win probability.
• Shape negotiation strategy with CU Commercial Management and Technical Presales, representing techno‑commercial logic to customer CTO/CPO/CFO teams.
• Industrialise reusable assets such as value arguments, commercial tactics, scoping examples and T&C frameworks.
• Support pricing excellence activities, calibrating prices across markets and influencing commercial targets.

Required profile

• Bachelor’s or Master’s degree in Engineering, Business or related field; MBA preferred.
• Proven experience in commercial, solution or techno‑commercial roles within the RAN domain, handling complex telecom/ICT deals.
• Strong stakeholder management skills, credible with domain, commercial and C‑level executives.
• Excellent communication in English; additional African languages are a plus.
• Challenger mindset with fact‑based problem‑solving under pressure.

Required skills

• RAN technologies: 2G, 3G, 4G, 5G, Massive MIMO, Software licensing, Cloud RAN, Open RAN.
• Exposure to Core networks, Cloud platforms, Transport networks, OSS/BSS.
• Commercial modelling, TCO/ROI analysis, value‑based pricing.
• Negotiation and contract‑lever expertise.
• Financial fluency and ability to influence commercial targets.